Middle Market Leader, Europe

at  Marsh Mclennan Companies Inc

DESCRIPTION:

The Middle Market Segment Leader will be responsible for driving profitable growth of our Middle-Market segment (clients with an annual turnover of $25m and $500m) and increasing market share across all countries in Europe, with a strong focus on Marsh. This role will also involve significant cross-business activities considering products and services provided by Mercer.
The successful candidate will need to collaborate closely with both Marsh and Mercer teams to ensure a cohesive and integrated approach to serving our Middle-Market clients.
This is a Managing Director / Partner level role and will report to the President of Marsh Europe, with dotted reporting lines to the President of Mercer Europe and the Chief Commercial Officer for Marsh McLennan Europe.
Key Responsibilities
Drive a Middle Market growth strategy incl. Revenue, New Business, Renewal Book, Referral and X-Sales, Market and/or sub-segment market penetration targets - the position entails accountability for Marsh’s and Mercer’s financial results in the Middle Market Segment.
Define a dynamic Middle Market target operating and client engagement model, considering countries’ current MM maturity level, competitive landscape, opportunity pool, best practices with a focus on Marsh, while considering cross-business opportunities with Mercer.
Collaborate with cross-functional teams within Marsh and Mercer, including CCO, Commercial/ Sales, Claims, Marketing, Product Development/Placement, Human Resources and Operations, to ensure a cohesive and seamless execution of the Middle-Market segment strategy.

This includes but is not limited to:

• Sales capacity planning to ensure sufficient and effective client and prospect engagement.
• Implementation of key technology tailored to the Middle-Market segments and its different sub-segments and industry practices
• Define a placement model tailored serving the different sub-segments and industry practices that is actionable across the region, ensuring efficient handling in the lower and medium Middle Market segment.
• Design a cohesive people strategy to build Middle Market capabilities supporting the successful development of the firm’s segment-specific target operating model and growth strategy.
• Identify and prioritize target markets and customer segments within the Middle Market sector, based on market research and analysis, taking into account the capabilities and expertise of both Marsh and Mercer and design a corresponding sales and distribution strategy.
• Develop and implement distinct country specific strategies for key markets in collaboration with local leadership.
• Build and maintain strong relationships with key Middle Market clients and associations, understanding need of the client segment and providing tailored solutions that leverage the combined strengths of Marsh and Mercer.
• Lead and guide a team of Country Middle Market Leaders in a matrix structure, providing guidance, coaching, and support to achieve profitable revenue growth, while fostering collaboration and knowledge sharing between Marsh and Mercer teams.
• Monitor market trends, competitor activities, and regulatory changes affecting the Middle Market segment, and adjust strategies accordingly.
• Drive innovation and continuous improvement within the Middle Market segment, identifying opportunities for new products, services, or partnerships that leverage the combined strengths of Marsh and Mercer.
• Prepare and present regular reports on the performance of the Middle Market segment, including key metrics, market insights, and recommendations for improvement in close collaboration with the Europe Sales Strategy and Effectiveness leader.

Qualification and Experience

• Proven leadership experience in a role related to the Middle Market segment.
• Strong understanding of the European Middle Market segment, including industry trends, customer needs, and competitive landscape.
• Demonstrated ability to develop and execute successful sales strategies, driving profitable revenue growth and market share expansion.
• Excellent interpersonal and communication skills, with the ability to build and maintain relationships with key stakeholders across Marsh and Mercer in a matrix-driven environment.
• Strong analytical and problem-solving skills, with the ability to translate data into actionable insights that benefit both Marsh and Mercer.
• Proven leadership skills, with the ability to motivate and inspire a team to achieve targets and deliver exceptional results in a collaborative environment.
• Fluency in English is required. Additional European languages are a plus.

Marsh McLennan (NYSE: MMC) is the world’s leading professional services firm in the areas of risk, strategy and people. The Company’s more than 85,000 colleagues advise clients in over 130 countries. With annual revenue of $23 billion, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment through four market-leading businesses. Marsh provides data-driven risk advisory services and insurance solutions to commercial and consumer clients. Guy Carpenter develops advanced risk, reinsurance and capital strategies that help clients grow profitably and pursue emerging opportunities. Mercer delivers advice and technology-driven solutions that help organizations redefine the world of work, reshape retirement and investment outcomes, and unlock health and well being for a changing workforce. Oliver Wyman serves as a critical strategic, economic and brand advisor to private sector and governmental clients. For more information, visit marshmclennan.com, or us on LinkedIn and X
Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age background, civil partnership status, disability, ethnic origin, family duties, gender orientation or expression, gender reassignment, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin colour, or any other characteristic protected by applicable law.
Job ID R_278023

Please refer the Job description for details